Inspiring Personal Development Interviews With Salespeople, Trainers, Coaches & Authors. Gary Vaynerchuk, Mel Robbins, Grant

From Admin to Mom with 30 Million Team, Sarah MacBurnie of MacBurnie Group Keller Williams Realty was awarded NSAR REALTOR OF THE YEAR 2016 Sarah is a master at setting expectations. “Leverage technology for everything” Sarah The theme that you will see with the most successful agents is that they are masters at setting expectations and leveraging almost everything. STEPS TO BEING SUCCESSFUL Time Block   Set Expectations Follow Proven Models Embrace Leverage Pick and Choose your Clients About Sarah MacBurnie: Sarah MacBurnie Group Inc at Keller Williams. Owner of a growing real estate team. Real estate sales, consulting and negotiating. Full time representation of buyers, sellers, investors and developers. 2014 #5 in the Keller Williams New England Region and #1 in the Beverly, MA market center. 2013: Top 20 Agents in Keller Williams Realty, New England Region. #1 Keller Williams Realty Beverly, February, March, April 2013 February, March, June 2014. Named on of America’s Best Real Estate Agents Inman

THE MAIN DIFFERENCE BETWEEN THE MOST SUCCESSFUL PEOPLE ON THE PLANET AND THE OTHERS IS MINDSET "Your net worth is determined by your network." Toby Salgado The theme that you will see with the most successful agents is that they start out from the beginning with a mindset to build a business. We must invest everything in ourselves and our business. STEPS TO BEING SUCCESSFUL • FIND A MENTOR   • SURROUND YOURSELF WITH SUCCESSFUL PEOPLE • BUILD A FUNNEL   • OWN YOUR OWN PLATFORM • YOU MUST BELIEVE IN YOURSELF • INVEST IN YOUR BUSINESS About Toby Salgado: I got an early start. My first "business" was at age 9. I saw an magazine advertisement selling toilet bowl cleaners wholesale. The ad said that the cleaners had a "double your money back guarantee". At first I thought of buying them and returning them for double my money but, after learning from my parents I couldn't do that I still wanted to see if I could make any money from this "opportunity". I had about $300 dollars and I borrowed another $500 from my

PROVEN STRATEGIES TO MAKE YOUR PITCH, INFLUENCE DECISIONS, AND CLOSE THE DEAL   The 6 COMMITMENTS TO CLOSE A SALE ▪ WHY CHANGE ▪ WHY NOW ▪ WHY YOUR INDUSTRY ▪ WHY YOU & YOUR COMPANY ▪ WHY YOUR PRODUCT ▪ WHY SPEND THE MONEY   In today’s fiercely competitive marketplace you can’t afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed “gurus,” how do you know which sales strategies actually work?   STEPS TO EFFECTIVE SELLING ▪ Engage buyers’ emotions to increase their receptiveness to you and your ideas ▪ Ask questions that line up with how the brain discloses information ▪ Lock in the incremental commitments that lead to a sale ▪ Create positive influence and reduce the sway of competitors ▪ Discover the underlying causes of objections and neutralize them ▪ Guide buyers through the necessary mental steps to make purchasing decisions About David Hoffeld: Leading sales trainer, researcher and CEO of Hoffeld Group, David Hoffeld, has the answer. Blending cutting-e

Sam Monreal on Effective Lead Generation Techniques "Many people look at online leads as a burden and not an opportunity" Sam Shift Mindset from Bothering to Helping People "We have to work twice as hard to stand out with internet leads." STEPS TO EFFECTIVE INTERNET LEAD GENERATION Get People while Still Online   Use Pattern Interrupts Great Scripts Make the Difference Shift Mindset to Helping People Be Proactive vs Reactive Schedule Lead Follow Up About Sam Monreal: Passionate, driven and results-oriented sales expert with over a decade of success in diverse and complex corporate and start-up environments

Specialties: Experiential Marketing, Event Creation, Event Curation, Social Media, Social Media Management Systems, Privacy, Data Breach Response, HITECH, HIPAA, Notification Law, Credit Monitoring, Identity Protection, Notification Requirements, Negotiation, Compliance, Advertising, Marketing, Branding, Complex Sales Strategies, Health Care, Corporate Sales, Start Ups, Finance, Residential Lending,

Elise Enriquez on Creating a Clear Vision and putting Systems in place to make it a Reality. Elise offers Coaching for Leaders and Teams Business owners hire Elise to help them create a CLEAR vision of what matters most to them and to create systems that help them CONSISTENTLY take action toward making
that vision a reality. "Every opportunity needs to be aligned with my purpose." Elise STEPS TO ACHIEVING YOUR GOALS ON PURPOSE •    KNOW YOUR PURPOSE •    DECIDE WHATS MOST IMPORTANT TO WORK ON? •    DO NOT RELY ON YOUR BRAIN - MEMORY •    MAKE A TODO LIST •    CREATE A SYSTEM •    MAKE ADJUSTMENTS •    TAKE ACTION http://EliseEnriquez.com/gyst http://www.eliseenriquez.com/achieve About Elise Enriquez: I help leaders develop a purpose that people will rally around so that everyone can achieve their goals and dreams together. I’ve mostly floated through life, reacting as opportunities presented themselves. In school I found a passion for helping others by giving advice, encouragement, or time. After college, I h

David Martiroso, DNA Realty Group Keller Williams Agent, brings us through the Process of Converting a FSBO David breaks down the process of winning over a for sale by owner. We role-play the initial call, the follow up call, and finally the closing process which can take 2-3 months. "They have to go through the process and realize it's harder then they think and then they will be open to hiring an agent." David Martiroso FSBOS ARE A GREAT WAY TO START A BUSINESS WHEN YOU ARE NEW TO AN AREA AND DON'T HAVE A LOT OF FRIENDS AND FAMILY TO GIVE YOU BUSINESS. STEPS TO FSBO SUCCESS     •    Ask Great Questions     •    Call every 2-3 weeks     •    Send personal handwritten letter     •    Be flexible     •    Be polite     •    Listen     •    Stay top of mind For more, go to http://davidihillblog.com Visit our sponsor, Landvoice   About David Martiroso: David is a Real Estate expert who specializes in residential Real Estate; he has helped hundreds of For Sale by Owners sell their properties fast and for T

Christ Grant is a team leader at the West Hartford, CT Keller Williams office. He owned a successful independent real estate company for many years before deciding to join Keller Williams as a team leader to 27 agents. He’s very devoted to his church, wife and four children. Talking with Chris, you’ll really get the sense that he’s a really generous person and genuinely wants to help others succeed. In this interview, we talk about why Chris is so passionate about helping others and how it’s helped him become more successful in business and life. He shares with us how to be an effective leader and what it really takes to grow a team that will buy into your vision and follow along with you on your business journey. Chris also gets honest about the real reasons why people get stuck or resist change and what it takes to create a clear vision for where you want to go. You don’t want to miss this interview as there are so many nuggets you can use. Plus, Chris has such infectious energy that you can’t help but sm

MASTER PRODUCTIVITY DISCIPLINE & FOCUS IN 100 DAYS   Successful Entrepreneurs know how to SET and ACCOMPLISH goals. Unsuccessful Entrepreneurs fail at this very thing. The Freedom Journal is an accountability partner that won’t let you fail. John Lee Dumas has interviewed over 1500 successful Entrepreneurs and has created a unique step-by-step process that will guide you in SETTING and ACCOMPLISHING your #1 goal in 100 days. Are you ready to CRUSH your #1 goal in 100-days?   “Take 1 day a week to be super-efficient so you can have some freedom on the other days.” John Lee Dumas   STEPS TO SUCESS WITH ACHIEVING GOALS      Set S.M.A.R.T Goals      Break down into micro-goals      Find accountability For more about me and my sponsors, go to http://davidihill.com/affilates  

Aaron Wittenstein & David Hill with a Discussion on Building a Successful Expired Listing Business & LIVE Role Play!! A real conversation on the challenges, techniques, strategies and scripts that work with expired sellers. We need to stand out to be successful with expired sellers. "When everyone is the best, no-one is the best." David Hill STEPS TO BUILDING A SUCCESSFUL EXPIRED BUSINESS     •    Pattern Interrupt     •    Ask Great Questions     •    Get the Talking     •    Get their Motivation     •    Practice Scripts     •    Be Different  

Waldo Waldman is known for teaching techniques that build long-term and trusting relationships with people that help to produce revenue. For his work, Waldo has been inducted in the National Speaker’s Association Speaker Hall of Fame (the Council of Peers Award for Excellence). In this interview, we chat about the importance of the people in your life and why it’s crucial you nurture important relationship. He talks in depth about his past life in the air force and how he still uses the skills he learned there in his personal and professional life daily. You’ll definitely get a lot from this interview as Waldo shoots you straight and is passionate about helping others achieve the kinds of success he’s had. Waldo also does a really great job distilling lessons he’s learned from being in the air force you won’t want to miss this episode. Get more information at http://davidihillblog.com/48_Waldo_Waldman  

Anthony Lamaccia is the owner and Realtor © broker of Lamaccia Realty. In this episode we discuss why it was important for him to create a customized CRM to streamline his business and why he’s so passionate about educating sellers in maximizing their income. You’ll also learn how to lead staff effectively and the systems to implement in any client based business. For more, visit http://davidihillblog.com/47-Anthony-Lamaccia  

Interview with performance coach, consultant and author of best selling book “Live it”, Jairek Robbins Letting go of your limiting thoughts Are we being influenced by the people around us, be the thoughts and things we brought with us from our upbringing and childhood?  We discuss how to achieve to achieve huge goals, a bigger life and expand the possibility's in our lives. What it was link growing up with Tony Robbins, as a father. JAIREK STEPS TO SUCCESS Get around BIG thinkers Let go of limiting thoughts   Forgive yourself and others Defend your happiness Build a strategic plan Work 10x Harder WHAT STORY ARE YOU TELLING YOURSELF? Figure out what the world needs and give it to us! "Figure out where you need to be in 10 years and work your way backwards." Jairek Buy Jairek's Book - Live It!: Achieve Success by Living with Purpose or get a free audiobook by signing up for a free trial from Audible: http://www.audibletrial.com/onemoresale Check out our last weeks episode - Tom Hopkins, Sales Trainer

Tom Hopkins, Sales Trainer at Tom Hopkins International, Inc. Sales Trainer and author of many sales books including How to Master the Art of Selling. Author of over 19 Books including Mastering the Art of Selling Real Estate "Your income is in direct proportion to what you are saying" Tom "The key to selling is to take an amount of money and through your words get them to rationalize spending the money." Brain Tracy STEPS To Communication Success in Sales     • Mirror and Match your prospect • Stall objections • Do not say NO to objections • Become and actor or actress • Study Vocabulary • Find mentors • Become a student of Selling MASTER THE ART OF OVERCOMING OBJECTIONS WITH THE 4 STEPS Check out another recent episode - Chris Voss, Author, Past FBI hostage negotiator, Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. About Tom Hopkins: Tom Hopkins wasn’t born to wealth and privilege. He

WORKING THE HUSBAND AND WIFE DYNAMIC AT THE HIGHEST LEVELS IN REAL ESTATE Leslie & Andy closed 185 units with 68 million volume in 2016 The Peters Company is a top producing team of real estate specialists serving the needs of sellers, buyers, and investors in the Metro Atlanta area. "Work your real estate business like its a real job." Andy   "We have to always continue making ourselves uncomfortable and figuring out how we can create the next opportunity for others." The Peter's STEPS TO SUCCESS      •    Focus on your strengths     •    Hire a coach to coach both of you at the same time     •    Hire individual coaches     •    Find mentors           •    Find talented people     •    Strong communication     •    Be open and honest with each other     •    Create efficiencies This podcast is also brought to you by the world’s largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your business needs a logo, website design, business card, or anyth

A Real Conversation on Challenges, Failures and Successes with Building a Real Estate Team. Elise Enriquez Touchette is Purpose & Leadership Coach. We need to set a clear vision as a leader. "When hiring someone, set the proper expectations on day one of what it really takes to be successful." David Hill STEPS TO BUILDING A SUCCESSFUL TEAM •    Find Talent Who Align with your Vision   •    Find Someone who will treat your Business like they OWN it!   •    Set Proper Expectations •    Look for Consistencies   •    Follow a Model  •    Communications     •    Hire with Track Record of Values •    Take Career Visioning •    Develop Leadership Skills I help leaders develop a purpose that people will rally around so that everyone can achieve their goals and dreams together. Find out more about how I can help you at http://davidihill.com   This podcast is also brought to you by the world’s largest marketplace of graphic designers. I have used them for years to create some amazing designs. When your busine

USING PROSPECTING AND BUILDING RAPPORT TO TAKE YOUR BUSINESS TO THE NEXT LEVEL  Ben Pickthorn is Director of Prospecting at Five Doors Network of Keller Williams Realty Ben will make 500 dials a day with a goal of having 50 conversations and making 15 connections.  Sometimes we just have to stretch outside of our comfort zone.  "On every call a sale is made. Either we are selling them why they should buy, or the prospect is selling us why they can't buy" Zig Ziglar (Paraphrased) Ben's STEPS TO Prospecting Success   • Build Rapport   • Be Resilient   • Be Consistent  • Ask Great Questions     • Uncover the Real Objection    • Be Transparent  • Be Honest with People about what you want  • Practice you Scripts • Learn the Scripts so you can be a Better Listener

Brain Tracy is a Canadian-born American motivational public speaker and self-development author. He is the author of over 70 books that have been translated into dozens of languages Best Selling Author on Productivity with over 70 Books in 42 Languages "If you're goal is not written it's a wish." Brian "The power of focus is knowing exactly what you want and having a plan to achieve it." Brain Tracy •    Write down 10 goals you want to achieve in the next 12 months •    Select the 1 that will have the most impact •    Shut your mobile devises off when focused on other things •    Practice focus and concentration •    Plan time with yourself •    Research something before spending time or money on it MOST OF US ARE ONLY 1 SKILL AWAY FROM DOUBLING OUR INCOME Brian Tracy must read books are eat that Frog & Mater you time, Mastery your life! About Brian Tracy: Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organiz

ATTRACT AND DEVELOP THE BEST TALENT BUILDING AN EFFICIENT TEAM THAT CAN BE DUPLICATED KEY POINT: You're executive assistant needs to be highly self-motivated   Have open ended interviews(not specific to a role) and people are more open to talking freely and you can determine what role they are a fit. "As a team owner, one of the best things you can do is spend time with your EA in the beginning." Margaret STEPS TO Massive Success with finding talent • Know your mission and vision • Look at their track record • Look for people who listen and respond well   • Look for victim mentality   • Ask about their strengths and weaknesses • Have open ended meetings- no specific roles Click here to receive our exclusive offer from Landvoice, our sponsor for today Top producing Real Estate agent on team expansion About Margaret Smith: EXECUTIVE ASSISTANT - PICKETT STREET PROPERTIES . September 2014 – Present (2 years 4 months) Bothell, WA . Assist Owner with personal & professional duties
 . Act in Owner’s

THE GREATEST NEW OPPORTUNITY IN REAL ESTATE: BUILDING AN EXPANSION BUSINESS THE RIGHT WAY Brent Dalley, CEO The Fire Group - Arlington TX  Expansion teams support agents by taking away the 80% of the things that keep them out of production.   Don't do duplication, do expansion. "Hyperlocal is the best way to go." Brent   STEPS TO Massive Success  •    Find the right who •    Find the right area - culture •    Build it on lead generation •    Build a rock solid hub •    Take ESO multiple times •    Take career visioning multiple times About Brent Dalley: Multi-million dollar producing real estate team 
2010 Rookie of the Year Keller Wiliams
Appointed to State of Texas Stroke committee (GETAC)
 Prev-Ambassador for Mansfield Chamber of Commerce 
Mansfield Kiwanis 
Father of the year 24 years running.. Meals on Wheels-Mansfield
 American Stroke Association Ambassador
 Member at TCAL (The Community at Lake Ridge Church

BUILDING A HIGH PRODUCTION REAL ESTATE TEAM Jim will close over 125 units with only 3 salespeople and 2 administrative people which is rare. Each team member should be able to do 40-50 units a year working 40-50 hours a week. "Have a standard and find the people who want to take it to the next level." Jim Jim's STEPS TO Massive Success  •    Time-block •    Follow a schedule •    Hire the right people •    Have a standard       •    Set expectations    •    Find a mentor •    Cast a vision •    Watch successful people Jim is a salesperson for Keller Williams Realty Greater Worcester and has been licensed since 2004 and has represented both buyers and seller in the Central Mass. area. In New Construction, REO Properties and Short Sales, Jim has helped to guide many buyers and sellers through what can sometimes be a very difficult transaction. He also conducts training classes for Short Sales, REO and First-time Homebuyers in his Worcester office location. Jim has lived most of his life in Central MA. He i